A Comprehensive Guide about Sales Objections Handling

One in a million prospects does not raise any concern and comply with the explanation and conditions of some product or service when the sales agent presents the sales pitch. The rest of the prospects share hundreds of concerns and sales objections before finalizing the deal or even showing interest in the product or service.

What are Sales Objections?

Sales objections are the concerns and issues of a prospect regarding a product or service that makes them reluctant to close the deal. In other words, sales objections are the statements, excuses, or concerns the potential buyers present to reject a sales pitch.

Common Categories of Sales Objections

Most of the sales objections fall into the following categories.

• Price
• Competitor
• Resources
• Timing
• Product value

Why is Sales Objection Handling Critical?

If some prospects have presented a sales objection and you sit comfortably accepting that, you will end up losing your business soon. Handling sales objections is critical to persuade the potential buyer to give the product a try or find a middle ground to close the deal.

Keep scrolling down this article to explore a comprehensive guide about sales objection handling and learn in detail.

Top 7 Sales Objections You Need to Watch Out

Raising sales objections can be classified as the right of the prospects because they need to clear their concerns before finally giving it the go-ahead signal. On the other hand, the businesses and the sales agents should be able to identify if the prospect is straight out rejecting them or can be convinced through a little more insight. So, instead of trying to surrender to objections, try to reason and solve them to win the prospects.

Here are some of the top sales objections you need to watch out for and handle efficiently to grow your sales.

1) It is too expensive.

This is the first and most common objection of the potential prospects. Some sales agents take it lightly and mock the prospects to find something less expensive. On the other hand, trained agents try to explain the features that add more value for the buyer and try to convince how it will help them numerous other matters. This is why more organizations contact a sales company in Dubai to get trained agents on board and handle sales objections smoothly.

2) I am good with what I already have.

This is the second most common sales objection, which the prospects often present to reject some product or service. Instead of accepting the claim, you can ask the prospect about the feature they are already using and how your product can offer them more value and profit.

3) I am too busy to deal with this now.

Another common sales objection prospect use when they are not interested in the sales pitch is that I am too busy to deal with this now. Do not get dishearten or aggressive but ask the prospect about the right time to discuss the matter. You can even ask them a few minutes to give a detailed insight about the product or service and why they should consider it.

4) I am not the decision-maker.

It is very much possible that the person you are talking to does not hold the decision-making authority. So, before you get set on sharing your sales pitch, it is better to identify the decision-making authority and present your point. On the other hand, you can also ask the person to connect you with the decision-making authority patiently.

5) You do not offer feature X.

Another common objection most sales agents face at the hand of the customers is that the product or service is missing some feature. In that case, you can ask the prospects about the details of the feature. You can offer them details about a similar feature and how it can assist them. On the other hand, you can also offer them guidance about optimization if that option is on board.

6) Just send me the info, and I’ll get back to you.

If your prospect is presenting this objection, it is the red sign. They will probably never check the information you send them and get back to you. You only have that opportunity to convince them. Try to talk them into giving you a few minutes. You can ask them to listen to the brief in two minutes as it will be easier than spending five to ten minutes checking the information.

7) Your product/service is too complicated.

If the prospect says that your product or service is too complicated, it might be due to the inefficiency of the sales agents who presented the pitch in a complicated manner. You can hire trained agents from a sales company in Dubai and let the professionals provide the simplistic and convincing pitch to prospects and win them over smoothly.

Handle sales objections professionally!

If your sales agents surrender to sales objections or handle them aggressively, your business might not survive longer. Sales objections are also part of the process, and the sales agents need to handle them smoothly and professionally, but only trained ones can do this. So, do not earn loss and poor reputation due to untrained agents and contact the professionals to take control of your sales and boost your revenue.